Sales Coaching
"Coaching is unlocking a person’s potential to maximise their own performance. It is helping them to learn rather than teaching them."
John Whitmore - Coaching for Performance
Sales coaching is different to attending a sales course as it is more of a catalyst for ongoing activity that keeps you on track to achieving your goals, rather than a one-off course that leaves you to your own devices thereafter.
Even the most experienced sales people constantly need to stay at the top of their game. Being the best and remaining ahead of the rest needs dedication, application and access to expertise that you can count on to maximise your performance. Sales coaching is primarily concerned with improving performance at work and facilitating professional development.
Coaching is not Training - While training and coaching both promote learning, they do so in different ways:
- Training is about teaching specific skills or knowledge - Coaching is about facilitating someone else’s thinking and helping them learn by working on live work issues.
- Training usually takes place off-site or in dedicated training sessions - Coaching takes place in the office and (when carried out by a manager) can be integrated into day-to-day workplace conversations.
- Training is more typically carried out in groups - Coaching is usually a one-to-one process and is tailored to the individual’s needs.
- Training is usually delivered by an external consultant or dedicated internal trainer - Coaching can be delivered by an external consultant or by a manager.
Although they differ immensely, training and coaching can work very well when used together. One classic obstacle encountered in business training is the difficulty of transferring skills and enthusiasm from the training room to the workplace. Coaching is an excellent way of helping people apply what they learn from a course to their day-to-day work.
appleton’s sales coaching programs have helped many sales people to develop their sales skills and constantly exceed their targets.
